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Telecoms 8 Mai 2003, CF Rev.A, Slide 3 Gliederung Kunden-/Lieferantenbeziehungen im Umbruch Re-Positionierung im geänderten Marktumfeld Damovo als new player TIP 1: PROMOTE and DEMOTE buttons: These can be found on your desktop at the top or down the side. You may need to customise your desktop if you cannot find them HOW DO THESE WORK: Click on: Then click DEMOTE button: And see how it automatically becomes: Click DEMOTE again to make it a sub bullet: Click the PROMOTE button to go back

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Telecoms 8 Mai 2003, CF Rev.A, Slide 4 Kunden-/Lieferantenbeziehung im Umbruch Im heutigen Wettbewerbsumfeld für Anbieter von ITK Lösungen Auch gewachsene Kundenbeziehungen von Systemanbietern für Kommunikationslösungen stehen heute ernsthaft auf dem Prüfstand! TIP 1: PROMOTE and DEMOTE buttons: These can be found on your desktop at the top or down the side. You may need to customise your desktop if you cannot find them HOW DO THESE WORK: Click on: Then click DEMOTE button: And see how it automatically becomes: Click DEMOTE again to make it a sub bullet: Click the PROMOTE button to go back

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Telecoms 8 Mai 2003, CF Rev.A, Slide 8 Re-Positionierung im geänderten Marktumfeld TIP 1: PROMOTE and DEMOTE buttons: These can be found on your desktop at the top or down the side. You may need to customise your desktop if you cannot find them HOW DO THESE WORK: Click on: Then click DEMOTE button: And see how it automatically becomes: Click DEMOTE again to make it a sub bullet: Click the PROMOTE button to go back PBX Hersteller Kunde (TK) Systemhaus IT-Hersteller Kunde (IT) Sprache Daten PBX-SystemIP-Netz (z.B. WAN) Herstellervertrieb Traditionelles go to market Modell

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Telecoms 8 Mai 2003, CF Rev.A, Slide 9 TIP 1: PROMOTE and DEMOTE buttons: These can be found on your desktop at the top or down the side. You may need to customise your desktop if you cannot find them HOW DO THESE WORK: Click on: Then click DEMOTE button: And see how it automatically becomes: Click DEMOTE again to make it a sub bullet: Click the PROMOTE button to go back heute Kunde (IT/TK) IT-Systemhaus IT- Hersteller Konvergente Lösungen PBX Hersteller Hersteller- vertrieb Konvergenzpartner Lösungskomponen- ten (z.b. Software) Klassische PABX Data Betrieb / Managed Services Re-Positionierung im geänderten Marktumfeld Aktuelles go to market Modell

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Christoph J. Ferdinand 8 Mai 2003 Copyright, Damovo Group S.A. "Damovo", the Damovo logo, "Do more. Grow more. Be more." and the D device are trademarks of Damovo Group S.A. All other trademarks and registered trademarks are the property of their respective owners